16th August 2005
Business cards and greeting cards almost go hand in hand when being used for marketing and business purposes. With a few exceptions. One is bigger than the other, and needs a postage stamp in order to get to it's desired location, as opposed to the busine...
16th August 2005
When it comes to buying mortgage leads, there are many good companies out there for you to research, and many avenues to travel down when considering which lead type will work best for you.
While working as a loan officer, I dealt with my fair share of...
13th August 2005
The customers you already have could be your biggest lead source, and you may not even realize it.
Think about it this way, every customer you have, most likely has brothers, sisters, parents, cousins, and friends, so why not tap into it.
Here are a...
13th August 2005
It is one thing to make a sales presentation, but it is another thing to make a sales presentation without first evaluating your customer. For all you know, you could be selling your customer something that they already have, or something they don't want,...
13th August 2005
Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it's what we do with them once we get them.
One of the most critical mistakes a s...
12th August 2005
Keeping Sales Simple
For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to loose focus on the simple things...
11th August 2005
Probe Before You Sell
When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale.
This is commonly referred to as "needs based selling."
The most...
10th August 2005
The time comes for all mortgage brokers and loan officers to consider spending some of their hard earned money by testing the waters of mortgage leads.
After all, leads are the name of the game.
If the time is right for you, it is important to do yo...
03rd August 2005
Sell Yourself, As Well As Your Product
When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves.
A consumer wants to know that the person behind the product believes in what th...
31st July 2005
Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation.
As I listen patiently and attentively, I privately critique the sales person as they make their pitch.
I look for certain things, the ba...
26th July 2005
Ask for the Business
Many times in the process of making a sales presentation to a potential client, we will break down our product piece by piece, explaining all of the features and benefits it has to offer, then we expect our customer to have immedia...
22nd July 2005
I don't know who said it or where I heard it, but I'm sure it was brought to my attention by a sales trainer somewhere, at some time during my journey through the maze of countless sales trainings and seminars that I have attended over the years, but it d...
22nd July 2005
When selling your product face to face with a customer, they have no choice but to hear you out completely. Ask yourself this question, If they were listening to you describe your product on their personal voice mail, would they hear you out, or would the...
18th July 2005
Overcoming Objections Over the Telephone
In sales, one of the things you will be doing a lot of, is making phone calls. You can't escape it. It just comes with the territory.
Making phone calls is really not all that bad. The thought of having to d...
18th July 2005
How many times have you had a customer say to you; I've been shopping around and XYZ mortgage company can get me a better rate and won't charge me any points.
well . . .
The lower rate might hold some truth to it
but lets face it . . .
Nob...
